Customer Engagement Framework

for New Account Manager

Anne Yurico
Principal Sales Consultant

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted
The Objectives

To provide new engagement initiative with customer

To provide strategy and target the customer
To help account manager to qualifying customers need
To help account manager to identify opportunities
To understand Oracles new value proposition
To improve Oracles product knowledge

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 2
 Qualifying
Know Target
Customer
Your Your Customer Research and Landscape
Maturity
Customer Customer
Level

Oracle DB Installed
Level 1
Oracle Apps Installed

Non Oracle Apps run on
Oracle DB

Adopted Maximum
Level 2 Availability Architecture (RAC,
Oracle Install ODG, ADG, OGG)
Based
More than 3
Level 3 applications run on Oracle
DB (Run on silos
environment)
Profile, Industry,
Wants/Goals, Level 4
Consolidated Database
Fears, Needs
DW/ODS using Oracle Solution

MSSQL Server, IBM DB2,

Level 1 Sybase, PostgreSQL,
others
Non Oracle

Level 2
Setup New Company or New

Branch or New Application

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 3
Oracle Install Based

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted
 Oracle Install
Based

Oracle DB Installed

Oracle Apps Installed
Level 1

Non Oracle Apps run on
Oracle DB

Maximum Maximum Availability

Critical Yes Availability RAC, ODG, Architecture
Apps? Architecture or ADG, OGG
High Availability

No

Business
Continuity ODG, ADG, Disaster Recovery
OGG

New Value
Oracle Product Documentation
Proposition

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 5
 Oracle Install
Based

Adopted Maximum
Level 2 Availability Architecture
(RAC, ODG, ADG, OGG)

Need DBV, ASO, Oracle Database

Yes Database
Data Label Sec, Security
Security Data Masking
Secure?

No

Comprehensive
and First line of Oracle Audit Vault
Need defense Data AVDF and DB Firewall
Yes
Network
Secure?
New Value
Oracle Product Documentation
Proposition

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 6
 Oracle Install
Based

More than 3
applications run on Oracle
Level 3
DB (Run on silos
environment)

Difficult Database DB Consolidation

to Yes Consolidation, Exadata,
Maintai Centralized Super Cluster Exadata with 12c
n? Monitoring

No

Work smart with

Extreme Exadata
HW Yes Exadata
Performance
Refresh?
New Value
Oracle Product Documentation
Proposition

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 7
 Oracle Install
Based

More than 3
applications run on Oracle
Level 3
DB (Run on silos
environment)

Exadata, Big Oracle Data

No Operational Data
Yes Data, ODI, Warehousing
Single Store, Data
Truth of Warehousing, OGG, Data
Model, EDQ Big Data Strategy
Data? Big Data

No

A New Era in Data

Backup Centralized OSB, ZDLRA Protection
Problem Yes
Backup
?
New Value
Oracle Product Documentation
Proposition

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 8
 Oracle Install
Based

Consolidated Database
Level 4
DW/ODS using Oracle
Solution

Need Exadata,
Yes Cloud Private Database as a
Elasticity, DBaaS, Private
Management, Service
Flexibility Cloud, PaaS
? Multitenant

No

Information Advanced Archiving Data with

Need Lifecycle ILM
Data Yes Compression,
Management Partitioning
Archiving
?
New Value
Oracle Product Documentation
Proposition

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 9
Non Oracle

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted
 Non Oracle

MSSQL Server, IBM DB2,

Level 1 Sybase, PostgreSQL,
others

Oracle DB
Perform Family, DBMS Gartner
ance / Yes Why Oracle Exadata,
Support Database? Database In- Competitive Analysis
Issue? Memory

No

Work Smart with

Exadata
Oracle Provides
the best Exadata, Migrating Application
HW Yes onto Engineered
Refresh platform Supercluster
System
ment?
New Value
Oracle Product Documentation
Proposition

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 11
 Non Oracle

Setup New Company

Level 2 or New Branch or New
Application

Oracle
Specific Yes Footprint for
Oracle industry- Global Business Unit
Industry Industry-
specific solutions
? specific

No

Work Smart with

Exadata
Oracle Provides Exadata, Migrating Application
HW Yes the best onto Engineered
Refresh Supercluster
platform System
ment?
New Value
Oracle Product Documentation
Proposition

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 12
Q&A and Close.

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 13
Must read documents:
-SIG (Software Investment Guide)
-Oracle partitioning policy
-ASFU/FU Contract Agreement with SAP
-Licensing Table with Oracle Application

Must read URL:

-database.us.oracle.com
-compete.oraclecorp.com
-esource.oraclecorp.com
-exadata.us.oracle.com
-em.us.oracle.com

Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 14